Your Sales Management Guru

OCTOBER 13, 2015

CEOs have strengthened their balance sheets with better asset management, reduced their inventory and cost levels with just-in-time methodologies, and increased direct mail and advertising effectiveness through thorough testing and reporting methods. They often lack both a strategic and tactical sales plan.

Revenue 40

Revenue Hiring System Case Study 40

Jonathan Farrington

JULY 7, 2013

I have also been frequently quoted as saying “Show me an underperforming sales team and I‘ll show you an unqualified and ill-equipped sales manager”. If you are a manager, here are some words of advice you may want to digest as a matter of urgency –after all, the average tenure for someone in your position is now just 18 months!

System 39

System Construction Banking Follow-up 39

Jonathan Farrington

SEPTEMBER 20, 2012

At this point you are probably anticipating that I am going to say something like: “ At Jonathan Farrington & Associates, we take a very unique approach to sales team development by …” but I have to disappoint you, I am not going to use this post as an advertisement. Oh, and me?

Lead Generation 39

Lead Generation Conference Social Media Cold Calling 39

Jonathan Farrington

APRIL 7, 2013

The salesforce of 50 specialist equipment consultants and key account executives is divided into eight geographical regions, each managed by an area manager under the control a national sales manager. Indeed, cost per sale was initially rising due, it had been assumed, to poor feedback of results by the salesforce.

Marketing 41

Marketing Direct Mail SalesForce Face-to-face 41

Jonathan Farrington

JUNE 24, 2013

The sales-force of 50 specialist equipment consultants and key account executives is divided into eight geographical regions, each managed by an area manager under the control a national sales manager. Sales managers complained that the influx of leads was actually reducing sales force productivity.

Marketing 38

Marketing Lead Generation Direct Mail Face-to-face 38

Jonathan Farrington

JULY 18, 2012

The salesforce of 50 specialist equipment consultants and key account executives is divided into eight geographical regions, each managed by an area manager under the control a national sales manager. Indeed, cost per sale was initially rising due, it had been assumed, to poor feedback of results by the salesforce.

Marketing 37

Marketing Direct Mail SalesForce Face-to-face 37

Sales Hacker

AUGUST 4, 2020

Under Rizzetta’s leadership, N6A has been ranked as one of the 50 most powerful agencies in the United States by the Observer, PRWeek’s Best Places to Work and the Top Company Cultures in America by Entrepreneur magazine. Matt, welcome to the show. At N6A, I mean, we really disagree with that.

Outsourcing Services 105

Outsourcing Services Hiring Lead Rank How To 105

Zoominfo

FEBRUARY 26, 2018

Sales Gravy. Sales Gravy is a leading provider of sales enablement solutions including sales recruiting, employment advertising, on-boarding training, and much more. CEO of Sales Gravy, Jeb Blount is another Growth Summit alumnus. Sales Gravy a great resource for sales beginners and veterans alike.

Top of Funnel 206

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 206

Zoominfo

FEBRUARY 26, 2018

Sales Gravy. Sales Gravy is a leading provider of sales enablement solutions including sales recruiting, employment advertising, on-boarding training, and much more. CEO of Sales Gravy, Jeb Blount is another Growth Summit alumnus. Sales Gravy a great resource for sales beginners and veterans alike.

Top of Funnel 170

Top of Funnel Lead Rank Lead Scoring Webinar Metrics 170

Zoominfo

MAY 24, 2022

That was my first sales manager experience. They had an advertisement in the window for a salesperson. I’d see them on the cover of Fortune Magazine, and then I’m shaking their hand. So, I did it for a year and made five grand over the summer. I thought I was a billionaire. What did you do next?

Scale 100

Scale Ideal Customer Profile Call-back Hubspot 100

Sales Hacker

NOVEMBER 15, 2017

This practical sales glossary is meant for anyone in sales who needs to refresh their memory on the most commonly used sales terms – especially new reps who are still learning the playing field. We’d also recommend this guide for any sales managers or business development leaders who are on-boarding new reps.

Lead Rank 99

Lead Rank Top of Funnel Ideal Customer Profile Sales Qualified Lead 99

Sales Hacker

DECEMBER 23, 2019

Pat has also been on the early leadership teams of more than a half dozen successful internet advertising and marketing startups. He holds an MA in publishing and design management from the University of Baltimore. He holds an MA in publishing and design management from the University of Baltimore. Pat, welcome to the show.

Relationals 53

Relationals Revenue Scale Marketo 53

Sales Hacker

OCTOBER 7, 2021

I’ve spent 10 years in various Sales and Sales Management roles, both in Paris and London. I currently manage a team of 15 SDRs in 5 locations. With a background in advertising and publishing, startups and software sales along with executive events, Becky has diversified her network and her knowledge.

Hiring 130

Hiring Ideal Customer Profile Top of Funnel Lead Rank 130

Sales Hacker

SEPTEMBER 2, 2019

Any activity that stimulates interest in a product/service and attracts potential customers for the purpose of filling the sales pipeline. Some of the most effective lead generation activities today include digital marketing, cold emails, cold calls, SEO, webinars, paid search, social media, and online advertising. But have no fear.

Lead Gen 82

Lead Gen Paid Content Lead Generation Sales Qualified Lead 82

LeadFuze

AUGUST 5, 2021

They focus on producing content for sales reps, sales managers, and sales execs. When they’re not blogging, the Double Digit Sales team also produces awesome sales training courses. Diagnose Your Sales Pipeline to Increase Performance. The Gist: A sales management blog with a BizOps spin.

Top of Funnel 98

Top of Funnel Hiring Lead Rank Retail 98